Mike MatheParticipant9 months, 3 weeks ago
Is it a good idea to drop in to customers as a cold call technique?
I sell to commercial sites (i..e shopping malls, office towers, universities and so on). For cold calling by phone, you can find a general reception number online and try to navigate to the right department that way by asking reception to put you through to a relevant department.
Alternatively, you can go and drop by to a customer site unannounced and ask reception to give you a contact email and number of someone – perhaps they are even available to meet that day.
I’m curious if people have found more success in either method?
Ryan J. HeardParticipant9 months, 3 weeks ago
I can say on a personal level, The Cold-Call at my desk (IT Manager for the Company) usually goes ignored, even with the efforts of discovering who I am, role, etc.. Caller ID tells me right away whom it is. If it is not an expected call, I’ll let it slide…
Our reception has been very well trained to take a card, and pass it along. This has been effective- as I do have a collection of Biz Cards- and if the company is in need of XYZ, I’ll cycle the roster.
The Walk-In has been effective as well, as we signed a 60-month contract with Vonage For Business as we were looking into telecom systems, the Welcome from Dell outside sales, Vonage, and a few others has proven to be a more effective tool for our business to business sales vs. cold-call discovery.
Hope this insight of a “customer” side helps in your decision! Time is money, and money is time- use it to the most efficient manner.
Liz BrandonParticipant9 months, 2 weeks ago
While it may work for you to generate sales please be considerate of those businesses who post “no soliciting” signs. For some businesses like doctors offices and those that deal with people on an appointment basis, unnannounced drop-ins can be very disruptive and can throw off the entire schedule for the day.
Jason AtenModerator9 months, 2 weeks ago
If the overall goal of a cold call is to get an appointment, the overall goal of the “drop-in” should be to get a referral. Every time you make a cold call, you’re making a first impression, and you only get one shot at that. Anything you can do to make that first impression a little warmer, the better. A referral does that.
With that in mind, the goal of a drop-in shouldn’t be to meet with anyone. It should be to get two names – the name of the person you should connect with, and the name of whoever the gatekeeper is that gave you that information. Make nice with that person, and make a good impression on them, because it can make all the difference.
With those two names, you can make a phone call, or send an email that simply says,
“I was at your office today, and Shelly, your office manager, told me that you were the person I should connect with about saving money on your outsourced print needs. I wanted to reach out to see if you had 15 minutes this week for a brief conversation about how we might be able to help. I am free Tuesday afternoon, Wednesday morning, or Friday for lunch. Which of those work best for you?”
The purpose of the drop-in wasn’t to have that conversation, it was to turn a drop-in into a referral. And it works. Now you get to mention that Shelly – someone your contact presumably trusts – gave you their name. Now you have a referral and your cold-call is a little warmer.
BJ AdkinsParticipant9 months ago
Depends on what your goals are. How fast do you want to make sales? Also, you have to take into consideration whether or not your number may be placed on a spam caller list. I would suggest doing personalized videos to send to the contact people. You can usually get names & emails of people that work at a particular company from FaceBook or LinkedIn. Then make a personalized video to send to them with a note that you will follow-up in a few days.
Good luck – Oh and cold calling sucks.